Director of GTM Enablement

Company Description

Air is the leader in Enterprise Readiness. Our mission is to establish readiness as a real-time condition that is continuously achieved. Today, a dangerous Readiness Gap exists between what the front line needs and what is delivered. Our AI-native platform, Air Enterprise Readiness, aligns development, production, delivery, and sustainment into one coordinated execution system for government agencies and industrial suppliers. By revealing true capacity, exposing real constraints, coordinating resources, and executing at the speed of operational demands, the front line gets what it needs to succeed.

Job Description

We are looking for a strategic, hands-on Director of GTM Enablement to build and lead our enablement function across the full customer lifecycle - Sales, Delivery, and Customer Success. You will own the systems, content, and coaching that turn new hires into productive sellers, equip Engagement Managers and Implementation Engineers to deliver lasting outcomes, and arm Sales and Customer Success to win, renew, and expand. You are the connective tissue between Sales, Delivery, Marketing, Product, and Sales/Delivery Operations.

You understand that enablement is a revenue function, not a training function. Outcomes - ramp time, win rate, time-to-value, NRR - are the metrics that matter, and you can build the programs that move them. You are equally comfortable designing a 30/60/90 ramp plan, facilitating a methods workshop, coaching an Engagement Manager, or briefing Sales leadership on enablement ROI.

This role is based in our Arlington, VA office, with up to 25% travel across our commercial and federal markets.

Scope of Responsibilities

Onboarding, Training Support & Coaching

Implement and reinforce our standard sales qualification methodology (SPICED) across the GTM organization

Design the manager coaching cadence and skills-based development framework for both Sales and Delivery leaders

Support SL&D in role-based onboarding and certification programs for Sales, EMs, IEs

Support SL&D in Air product deep-dive certification for Delivery (EMs/IEs) and ongoing product/competitive training for Sales

Content & Equipping

Own the centralized GTM content library - taxonomy, governance, and discoverability - and the playbooks, talk tracks, battle cards, and competitive intelligence that live in it

Own the delivery playbook and customer-facing templates (kickoff decks, QBR/EBR frameworks, status reports) in partnership with Delivery Leadership

Sales-to-Delivery & Customer Lifecycle

Own the Sales-to-Delivery handoff playbook, internal kickoff standards, and customer-context transfer requirements, plus a handoff quality scorecard that feeds back into the program

Build renewal, expansion, and adoption playbooks that connect Delivery success to revenue growth; partner with Delivery and CS on customer health and time-to-value

Strategy, Measurement & Alignment

Set enablement strategy and OKRs tied directly to revenue outcomes; lead GTM launch readiness for new Air capabilities

Report enablement impact in revenue language - win rate, ramp, attainment, content usage, NRR - not training activity

Qualifications

U.S. Citizenship is required

Bachelor's degree from an accredited institution

Required Skills:

10+ years of GTM enablement experience, including 5+ years leading enablement programs in B2B/B2G SaaS or enterprise software

Built onboarding, ramp, and certification programs from scratch with measurable impact on time-to-first-deal and ramp time

Hands-on experience rolling out and reinforcing a standard sales methodology (SPICED, MEDDPICC, Challenger, or equivalent) across a multi-role GTM organization

Track record of building enablement that crosses the Sales-to-Delivery line - not just sales-side training

Fluency with modern GTM tools spanning sales, delivery, training, & enablement e.g. CRM (Salesforce or similar), CS Platform (Planhat or similar), LMS (Articulate 360 or similar).

Ability to measure and report enablement impact in revenue language to executive audiences

Self-starter with an owner mentality and bias for action; credible with a new AE, an Engagement Manager, and Sales Leadership

Experience supporting DoW, federal civilian, or national security customers

Desired Skills:

Prior experience enabling GTM teams across both commercial and public sector motions

Experience leveraging AI tools (Claude, ChatGPT, NotebookLM) to accelerate content development and personalize learning

Career-pathing experience (e.g., AE-to-VP programs) and coaching certification (ATD, Bossed UP, or equivalent)

Startup or other entrepreneurial environment experience

We firmly believe that past performance is the best indicator of future performance. If you thrive while building solutions to complex problems, are a self-starter, and are passionate about making an impact in global security, we’re eager to hear from you.

Air is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.